United Way Leadership and Loyal Contributors Raising Money and Developing Relationships June 18, 2010

Agenda Leadership Best Practices Loyal Contributors Program Break Out Sessions OR Questions and Answers

3 The Constitution Society Colleagues $1,000 to $2,499 Framers $2,500 to $4,999 Founders $5,000 to $9,999 Tocqueville Society $10,000 or more Leadership Giving Leadership Levels

4 1.CEO Support Encourage company leadership to lead by example CEO solicitations CEO as “champion” Leadership Giving Best Practices

5 2. Strategize before the Campaign Assign leadership giving responsibility Set specific goals for company coordinators, divisions Leadership Giving Best Practices cont.

6 3. Identify Leadership Prospects Review < $1,000 donors Salary Levels Engage retirees Leadership Giving Best Practices cont.

7 4. Special Treatment during Campaign Special Kick-Off Event Personal appeal from CEO Personalized solicitations tailored to past giving history and commitment Encourage stock gifts and payroll deduction Individual follow up with prospects Use incentives to step up to leadership level Leadership Giving Best Practices cont.

8 5. Company Match Use the corporate gift for a matching gift program to encourage increased employee contributions United Way credits donors for company matches ex: A donor gives $750 and the company match credits the donor for $250, the donor is credited at the $1,000 leadership level Leadership Giving Best Practices cont.

9 6. Special Recognition Tocqueville Society and Constitution Society Roster of Members, distributed annually Joint household giving 10,15, and 20 leadership donors Internal Recognition Societies in the workplace Leadership Giving Best Practices cont.

10 7. Saying Thank You – workplace and United Way Announce dollar and participation goals, and congratulate Recognize new leadership donors Thank you events/personal acknowledgement United Way mailings/invitations throughout year E-newsletter sent bi-monthly, with timely information about our community and partner agencies Leadership Giving Best Practices cont.

Overview of the United Way Loyal Contributor Program Focuses on: identifying thanking developing relationships with long-time donors, regardless of the level of contribution

Strategies for creating relationships with Loyal Contributors 1.Create a Loyal Contributor Culture 2.Identify Loyal Contributors 3.Thank and recognize Loyal Contributors 4.Communicate the impact of their gifts 5.Engage Loyal Contributors

Strategy 1: Create a Loyal Contributor Culture #1…. Make it a part of a larger organizational strategy… it won’t work in a vacuum! #2… “No Ask” is key… this is about relationship building…thanking, engaging and informing! #3…Have a script/structure for the conversations. #4…Ensure “buy in” from organization leadership. Expect donors to be surprised and delighted to have staff and volunteers visiting with them to say THANK YOU!

Strategy 2: Identify Loyal Contributors Build in Loyal Contributor self-identification into everything Where? Electronic and paper pledge tools Sign-up on your website Sign-up tables At campaign meetings

Strategy 3: Thank and Recognize Loyal Contributors Simple, sincere and meaningful…and in a way that helps build relationships Thank you calls, letters, s Thank you/recognition events – win-win as Loyal Contributors can re-connect or get to know new people, a social opportunity Thank you gifts eCards Personal visits

Strategy 4: Communicate with Loyal Contributors 2 times per year (at least) Combine thank you and information Celebrate and recognize individual Loyal Contributors – newsletter profiles, quotes, list Send out Loyal Contributor eNewsletter

Strategy 5: Engage Loyal Contributors Ask Loyal Contributors to LIVE UNITED Help with identifying and recognizing other Loyal Contributors “Loyal Contributor committee” Involve them with opportunities to GIVE, ADVOCATE, VOLUNTEER in your workplace

Loyal Contributor Timetable March - AprilFocus: Thank you and recognition May - JulyFocus: Thank you and recognition Aug - SeptFocus: Prep for workplace campaign Oct - NovFocus: Workplace campaigns; Self identification on pledge tools Dec – Feb.Focus: End of year thank you; plan for 2011; recruit volunteers

United Way Store Loyal Contributor Merchandise Special Loyal Contributor Tee Shirts

Thank You! Let’s work together to create relationships with Leadership donors and Loyal Contributors